Advantages to be gained from this course
· To acquire both the linguistic abilities in English as well as the communication strategies that allow you to participate in international negotiations effectively and with confidence
General personal development skills applied
· Communication skills
· Self guided learning
· Planning and organisation
· Innovation and creativity
· Self confidence
Objectives
· To learn the procedure for carrying out a negotiation in an international context both efficiently and with confidence
· To apply methodology for the key negotiation stages: planning, preparing, executing, and close
· To identify and develop the skills of a good negotiator in an international context
· To use strategies for overcoming barriers and obstacles
· To identify and manage conflictive people and difficult situations
· To apply body language and non verbal communication techniques
· To be able to defend yourself when faced with non-constructive tactics and to employ constructive methods
· To acquire the linguistic tools for participating confidently in a negotiation.
Aimed at:
Professionals with an intermediate level of English (above 500 TOEIC) and who need to improve their negotiations skills in an international context. If a participant has not taken the TOEIC level test, an alternative oral and written level test will be given prior to being accepted onto the course.
Programme
1. Defining the necessary skills for international negotiations
- Introduction to negotiation types
- Definition of the necessary skills that lead to win-win negotiations
- Negotiation skills aptitude test
2. Stage I of the international negotiation process: Preparation
- Preparation resources
- Introduction to and application of the preparation diagnostic
- Research strategies and question forming techniques
3. Stage II of the negotiation process: Setting limits and formulating alternatives
- Introduction to the criteria for setting limits
- Application of the diagnostic for formulating alternatives
4. Verbal and non verbal communication techniques
- Definition of positive communication techniques
- How to defend oneself against non-constructive communication techniques
- Non verbal communication
5. Linguistic Workshop: the key points for negotiations
- Modifying grammar and vocabulary in order to persuade
- Expressing cause and effect
- Choosing vocabulary for differentiating between direct, indirect, formal, informal, constructive and
non constructive communication
6. Stage III of the negotiation process: Overcoming obstacles and barriers
- Identifying types of obstacles and barriers
- Application of the diagnostic for identifying your strengths and weaknesses
- Survival techniques for managing difficult people and situations
- Identification of constructive negotiation strategies
7. Stage IV of the negotiation process: Closing the agreement
- Identifying the criteria for the opportune closing moment
- Application of the diagnostic for predicting potential difficulties after the agreement and adjusting
conditions accordingly
- Introduction to the procedure for closing the agreement
- Introduction to strategies for combating last minute obstacles
Length: 3 days / 20 hours
Madrid
Time Table:
9,30/14 and 15,30/18 hs
Dates:
21-23 march Madrid (2007)
30 May-1 June Barcelona (2007)
6-8 november Madrid (2007)
Price: 1.500 €
